Search Engine Land

OCTOBER 4, 2023

Changes can be subtle, like moving functions around in the online user interface. It’s imperative that PPC practitioners stay up to date on new developments in the industry. Several news sites and organizations have daily or weekly newsletters that round up all the important PPC news. If they can’t answer, or say “Uh, none?”

X-functional 96

X-functional Retail Engineering Follow-up 96

Highspot

FEBRUARY 20, 2025

This means giving up after the first “no” is a missed opportunity. They might follow up with, “It’s not just the upfront cost; it’s also the expense of integrations, training, and implementation that we will incur switching from our current vendor.” But, objections aren’t dealbreakers.

Objection handling 52

Objection handling X-functional Technique Price 52

Gong.io

NOVEMBER 1, 2021

It’s arguably the best sales presentation of all time, the GOAT if you will. It’s textbook for presentations, specifically ones that are sales in nature. As you watch this Steve Jobs keynote (dare I say, Masterclass), be on the lookout for these 9 sales presentation lessons. Sales Presentation Lesson #1: Demolish the status quo.

Presentation 71

Presentation Pitch Sales X-functional 71

Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Opportunistic side bets by signing up some commission-only sales agents. Opportunistic side bets by signing up some commission-only sales agents. Assigning sales functions to other departments (we’ve seen R&D doing sourcing).

B2B 100

B2B X-functional Cold Call SQL 100

Martech

MARCH 1, 2022

Have you ever been in a meeting and had someone turn to you and say, “What do you think about Product X?” Keeping up with the acquisitions. If you have been keeping up with acquisitions in the past year and a half, this little quiz will be a breeze. You know, that landscape with more than 8,000 products.

X-functional 104

X-functional Hospitality Technology Technology 104

Heinz Marketing

NOVEMBER 16, 2021

You might look at the platforms below and be thinking “there’s some missing” or “why isn’t X included?”, Hopefully the comparison below clears that up, in addition to the following quick start guides that will be focused on other areas of analytics and reporting. Let’s get into it!

B2B 122

B2B X-functional SQL UX 122

Search Engine Land

SEPTEMBER 26, 2023

If a model is trained on English sentences, it learns the statistical likelihood of one word following another, allowing it to generate coherent sentences. Each person (or layer) adds something to the note before passing it on, which can end up with a coherent story – or a mess. self.scaling_factor = d_model ** 0.5

X-functional 103

X-functional Networking Gaming Represent 103

The 5% Institute

DECEMBER 17, 2019

Engineer to sales; no matter what new role you may be taking up in the sales world, this can be a bit of a career change. You may have spent years learning your engineering craft; building up your technical prowess and learning how to do things in a functional and systematic way. Engineer To Sales – Don’t Present Too Early.

Engineering 98

Engineering Commission X-functional Objectives and Key Results 98

Hubspot

JUNE 13, 2018

To help you implement the most useful tips, aspects, and templates from SPIN Selling, we’ve put together the following guide: Introduction to SPIN Selling. Explicit needs are specific features or functions. Benefits have the highest influence over the purchasing decision, but only when presented near the end of the sales conversation.

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

Martech

NOVEMBER 15, 2023

To many non-marketing executives, marketing is perceived as more of a “nice to have” than a “must have” function. Companies will eventually wake up and realize that cutting marketing has harmed sales and will reinstate budgets and give the go-ahead for hiring again. Momentum is gone, and it takes time to ramp back up.

X-functional 104

X-functional Objectives and Key Results Technology Technology 104

The 5% Institute

FEBRUARY 13, 2020

People, Process, Product – 3 x Words To Succeed. This is a methodology used to streamline a business’s functions, by saving potential wasted cost, enhancing profits, and creating a better experience for both your staff and clients/ customers. When it’s documented, it can be followed – and measured and tweaked if need be.

Process 98

Process Product X-functional Objectives and Key Results 98

Hubspot

AUGUST 8, 2019

Number of demos or sales presentations. Percentage of leads followed up with. Percentage of leads followed up within target time range (for example, 8 hours). Percentage of high-quality leads followed up with. Ramp-up = amount of time spent in training + average sales cycle length + X.

X-functional 101

X-functional Quota Cross-sell Contract 101

ConversionXL

JULY 30, 2018

We can say, “95% of the time, our sample results will fall within x% of the actual results in the total population.” This makes reports easier to understand and sum up. There is also a cost to ending a test and perhaps making the wrong choice: this is the error cost (and, of course, it is present even at 95% significance.).

A/B testing 100

A/B testing X-functional Represent Conversion 100

Hubspot

NOVEMBER 9, 2023

Despite dating all the way back to the MySpace era , marketing on X (formerly called Twitter) is still untouched for many businesses. Compared to other platforms, X has an intimidation factor. Behind its mysterious gestalt lies an enormous sea of opportunity for brands who learn to use X for marketing and sales.

Sell 81

Sell X-functional Networking Follow-up 81

Lead Fuze

AUGUST 12, 2021

Let me point out one important fact — We are all human beings, and our minds function in a similar way. I kept bidding them up. “ When you assign someone a positive label, like having high intelligence or being a good person, that actually cues them up to live up to that label. This is his 6th follow-up.

Sell 98

Sell X-functional Sales Follow-up 98

Hubspot

DECEMBER 26, 2023

With all the changes to X (formerly Twitter) over the last few years, you’re not alone if you’ve been looking for Twitter optimization tips so you can use it more effectively for social selling. So today, I’m showing you what you need to know about optimizing X to help you present a trustworthy and knowledgeable front to your audience.

X-functional 78

X-functional Referrals Sales Follow-up 78

Sales Hacker

JULY 10, 2020

I followed his system, and it changed my life. What followed was almost a discovery session , similar to what we all put our clients through. And make sure they’re a part of your final presentation, your business case review, and contracting. What is each function’s challenge with the current environment?

Legal 129

Legal X-functional Contract Presentation 129

Hubspot

NOVEMBER 20, 2017

Make it easy for them to follow up on next steps with this playful holiday checklist. Thanks for keeping this a priority -- even when there’s turkey, pie, and presents beckoning. Put their free time to good use, because January always ramps up quickly and threatens to make you old news or a back-burner priority.

X-functional 101

X-functional Commission Clients Prospecting 101

ConversionXL

JUNE 30, 2019

You won’t know until you figure out what your competitors are up to. How does the user experience on my website stack up to the competition? How does your site's user experience stack up to the competition? Competitor X is doing Y. We should do that, too,” or “X is the market leader, and they have Y, so we need Y.”

UX 126

UX X-functional A/B testing User Experience 126

ConversionXL

AUGUST 4, 2020

Follow this 90-day plan to get the right things in place and start delivering results. Your backstory might be that you’ve recently taken up yoga and you need to buy some yoga pants to wear to a class. Start by researching your options on Google and follow the paths presented to you. Don’t panic just yet.

A/B testing 117

A/B testing Objectives and Key Results Education SQL 117

ConversionXL

JULY 6, 2021

A high CPC followed by a conversion rate of ~10% may not make your business its money back on a campaign. A high CPC followed by a conversion rate of around 10% on an item priced at $10 will not produce a ROI. Although video ads are visual and break up the traditional feed, users are less likely to click on videos. Message ads.

CTR 129

CTR X-functional Campaign Price 129

Search Engine Land

SEPTEMBER 1, 2023

The development team is often a department grab from product or IT, and they end up with task overload. Because of this, SEO tasks end up low on their priority list, so things just sit there. The same survey also mentions that technical changes can take up to three months or longer to go live and start impacting traffic.

CTR 122

CTR X-functional Profit margin Contract 122

SaaStr

JANUARY 24, 2022

SaaS accounting and finance has gotten pretty complicated, and the impacts of getting it wrong have gone up substantially. Last year, I met with the founder of a start-up I really, really liked. I simply couldn’t get them to even remotely tie to his presentation deck. Things have changed a lot. Image from here: [link].

Finance 133

Finance Contract X-functional Start-ups 133

The 5% Institute

JUNE 18, 2020

They May Come Up With Their Own Meaning. When the conversation is technical, and your potential client doesn’t understand what you’re discussing – you risk them coming up with their own definition about what you’re saying, which’ll also mean they’ll come up with their own meaning. The more you practice, the easier it’ll become.

Technical Sales 98

Technical Sales Technique Consult X-functional 98

Search Engine Land

SEPTEMBER 7, 2023

While UA topped out at around 20 conversions per account, GA4 will allow you to create up to 30. While the option to create a filter is present, you can’t actually filter out IP addresses here. You can see the events come in order, and after you’ve set up your own events, make sure those are tracking as well.

GTM 136

GTM Campaign Follow-up Start-ups 136

ConversionXL

AUGUST 5, 2021

The workflow might look something like this: User is directed to a landing page They enter their details to access a lead magnet On the following page, they’re invited to book a consultation. Otherwise, you’ll end up with automations that lack cohesiveness and are prone to error. Building a workflow automation plan.

CRM 143

CRM Contact Consult X-functional 143

Search Engine Land

JUNE 6, 2023

Getting started There are two ways you can go about this: Spend about 5 minutes (maybe 10 if you need to set up your computer) and run the scripts from your machine, or… Jump to the Colab I created and start playing around right away. Getting your OpenAI API At present, you likely need to join the waitlist. Now, it’s time to get going!

X-functional 86

X-functional Objectives and Key Results Follow-up Start-ups 86

ConversionXL

SEPTEMBER 17, 2015

Once an organization reaches a meaningful size , usually more than 10 people or so, there are all sorts of internal political and alignment issues that naturally spring up. I want to present a few tactics to change how groups act. Presentation. Then test them all and go with the winner. Everyone is the hero of their own story.

Real Estate 114

Real Estate User Experience X-functional Presentation 114

ConversionXL

JULY 15, 2020

In a software team, a full-time Product Owner and separate Scrum Master work together to ensure the team is working on the right work at the right time, but they stay away from rolling up their sleeves and executing work. While developers may measure success based on “working code,” a functioning campaign is not enough for marketing success.

X-functional 87

X-functional Technique Strategize Campaign 87

Search Engine Land

APRIL 26, 2024

Follow the following steps for a methodical and strategic way forward. Your site could have lost or gained in areas that aren’t crucial to your strategy or been picked up for broad terms that don’t convert well. Use the filter functionality to isolate positive or negative changes.

X-functional 114

X-functional UX User Experience Follow-up 114

ConversionXL

MAY 14, 2014

This was what Iztok Franko, the current director of IT & Marketing at Adria airlines was facing before the idea of “conversion rate optimization” ever came up internally. He also used real data to back everything up, rather than getting into an opinionated p **g match with anyone who wanted to throw up any barriers.

Conversion 124

Conversion Sell E-commerce Legal 124

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. If particular conditions are present, the laws will always occur, plain and simple. Sales Models and Fundamentals. The Challenger Sale.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

ConversionXL

NOVEMBER 5, 2020

You’ll end up pivoting not only your service offering but the people you serve and your value proposition. When clients ask, “Do you do X?,” I knew we needed to change things up to survive. The real gold lies by digging deeper into their responses with relevant follow-up questions. Most B2B buyers know this.

UX 120

UX Clients Service Niche 120

Search Engine Land

MARCH 29, 2024

The good news is that a project management methodology called “Agile” can help cross-functional teams self-organize and collaborate more effectively. Traditionally, project management followed a waterfall-style approach. Stand-up This is often daily or every other day in a given week. Sound familiar ?)

X-functional 88

X-functional Objectives and Key Results Meeting Engineering 88

Sales Hacker

MARCH 12, 2019

A list of features and functionality is easy to forget, because it lacks context. It really is as simple as “our product can do X for you.”. Not only will this make for a great presentation , but it shows your potential client right off the bat that you cared enough about their business to tailor your pitch to them.

Product 100

Product Sell Pitch X-functional 100

Sales Hacker

APRIL 6, 2020

Requests will likely be processed by one of the following teams: Data Science / BI. We’ve already identified which patients are presenting the most urgent symptoms. There are three key descriptors we’ll use to build our persona profiles: Function: Filter values include IT, Marketing, Operations, Sales, etc.

Meeting 92

Meeting Territory X-functional Objectives and Key Results 92

Search Engine Land

FEBRUARY 9, 2023

Executive presence If you don't already, you need to follow Tom Critchlow online. An SEO executive needs to learn to present their ideas to the account manager. Become comfortable with verbalizing and presenting your ideas to the powers that be. The account manager needs to get buy-in from client services. And so on.

X-functional 98

X-functional Clients Account management Niche 98